BedTimes Magazine January 2011 by International Sleep Products Association

BedTimes JANUARY 2011

THE BUSINESS JOURNAL FOR THE SLEEP PRODUCTS INDUSTRY

Rooted in bedding A look at the industryâ&#x20AC;&#x2122;s unique pull on people

11 consumer trends to watch in 2011 Putting smart phones to work for you

Innovative Technology for the

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JANUARY 2011

InSide Feature

14 Staying power

“Once you go to work in the mattress business, you never leave.” You hear that whenever bedding types gather. The industry is notable for the number of people who spend decades working within it. BedTimes profiles veterans to learn how they got into the mattress business—and why they’ve stayed.

Departments

8 Front Matter

Wondering what will shape the consumer landscape in the coming year? Try random acts of kindness, “urbanomics” and pricing pandemonium. Those are just three things to watch for in 2011, according to a global research and marketing firm.

11 Company Profile

Twenty-five years ago, Mike Hammer bought a dying family-owned bedding brand and, with the help of his own family, brought the New Jersey company back to life. Today, his sights are set on taking Shifman Mattress Co.’s luxury beds nationwide.

29 Marketing Report

Smart phones offer a wealth of marketing opportunities—if your company is ready to take advantage of them.

www.sleepproducts.org/bedtimes

5 Editor’s Note 33 Industry News 45 Newsmakers 53 Employee Relations 61 ISPA News 64 Calendar 65 Classifieds 66 Advertisers Index 68 Last Word

BedTimes | January 2011 |

EDITOR IN CHIEF Julie A. Palm 571-482-5442 jpalm@sleepproducts.org ASSOCIATE EDITOR Barbara Nelles 336-856-8973 bnelles@sleepproducts.org CONTRIBUTORS Danita Johnson Hughes Ford Saeks Dorothy Whitcomb ART DIRECTOR Stephanie Belcher 336-201-7475 stephanie@jimmydog.com Vice President of ADVERTISING Sales Kerri Bellias 571-482-5444 kbellias@sleepproducts.org Ad Production & CIRCULATION manager Debbie Robbins 571-482-5443 drobbins@sleepproducts.org COPY EDITOR Margaret Talley-Seijn

BedTimes deadlines Editorial deadlines for the Industry News and Newsmakers sections of the March issue of BedTimes are Wednesday, Feb. 2.

Volume 139 Number 1 BedTimes (ISSN 0893-5556) is published monthly by the International Sleep Products Association. Periodicals postage paid at Alexandria, Va., and additional mailing offices. Administrative and ISPA offices 501 Wythe St., Alexandria, Va. 22314-1917 Phone 703-683-8371; Fax 703-683-4503 Postmaster Send address changes to BedTimes, 501 Wythe St., Alexandria, Va. 22314-1917 Contents © 2011 by the International Sleep Products Association. Reprint permission obtainable through BedTimes.

www.sleepproducts.org/bedtimes

Editor’sNote In mattress industry, people trump product

here’s a woman just a few blocks from me who is living in her sixth house in our neighborhood since moving here in the early 1990s. She likes fixer-uppers and gets bored after she’s been in one place for too long, but she won’t consider moving to another part of town. She loves the neighborhood and is here to stay. She reminds me of people in the bedding business. They take a job, maybe as an associate on a sleep shop sales floor or maybe in product development at a components supplier. An opportunity opens up at a competitor or they have a chance to make a move from the manufacturing side of things to retail. They earn a few promotions. They venture out on their own. Before they know it, they’ve spent their career in the mattress industry. Our industry is known for its veterans. This month, BedTimes profiles several people who’ve dedicated themselves to mattresses. We could have written, literally, about hundreds of people and narrowing the list was difficult. We chose to focus on those who’d spent at least two decades in the industry—as retailers, suppliers or manufacturers. There are many strong family businesses in the mattress industry (another of our claims to fame), but here we selected people who didn’t have biological ties to the bedding business. We also looked for veterans who represented all facets of the industry— from hands-on mattress production to sales and marketing to executive-level decision-making. We asked them how they started in the mattress business and what has kept them here. Their stories are as unique as they are universal and we are pleased to share them with you. On a related note, in each issue

of BedTimes we report on promotions, new hires and other personnel changes in a section we call Newsmakers. (See Page 45.) Putting together issues during the past several months, we’ve noted a significant increase in the number of news releases companies are sending us—double, triple, even quadruple the number we’d been receiving. It may be anecdotal, unscientific evidence—like gauging furniture market attendance by how long you have to wait for elevators—but we think it’s a hopeful sign that the mattress industry is feeling more confident about the rebounding economy, especially given how many companies are creating new positions, not just replacing departing employees. Keep those Newsmakers press releases coming. And speaking of promotions, we are pleased to announce that Barbara Nelles, who has been a senior writer for BedTimes and our sister publication, Sleep Savvy, since 2009, has a new title. Nelles is now associate editor, a designation that reflects her growing role at the publications. (See story on Page 61.) BT

Julie A. Palm BedTimes | January 2011 |

SABA AQUABOND 3801 Phenomenal Initial Tack Increases Output

A common challenge faced by many bedding manufacturers and foam fabricators is finding a water-based adhesive solution that can provide rapid initial tack and immediate handling strength on the most challenging substrates. If you find yourself facing similar challenges, SABA may have the optimal solution for you via our two-component water-based adhesive, SABA Aquabond 3801. What is a Two-Component Adhesive?

A two-component water-based adhesive combines a waterbased adhesive with a catalyst (activator) which is injected into the adhesive spray pattern at the point of application (see figure 1).

How Does it Perform?

Forget about struggling, pressing and waiting for a final bond to develop on your difficult substrates. If you’re all about speed and handling strength, SABA Aquabond 3801 may be for you. SABA Aquabond 3801 delivers very rapid initial tack and bonds rapidly and permanently to a wide variety of substrates, including non-wovens, plastics, metals and other non-porous Figure 1 substrates. The bonding characteristics are, quite frankly, remarkable as the initial tack is faster than most hot-melt and solvent-based adhesives while remaining water-based and environmentally friendly. For mattress producers and foam fabricators, it’s the answer when immediate handling strength is required on difficult-to-bond or very heavy substrates. “The new SABA product has been a great fit for our production processes. The rapid initial tack of the adhesive gives us the speed and handling strength we require and we’ve also been able to reduce our adhesive consumption.”

Herb Morgenstern President Pleasant Mattress Company, Inc.

The SABA Two-Component Application System:

The key to hassle-free twocomponent adhesive application is in the application and delivery equipment. SABA’s breakthrough Optigluemix 2C spray gun (see figure 2) provides a tool that is simple to operate and maintain while also minimizing overspray for efficiency and cost savings. SABA uses specially engineered

ultra-low pulsation double-diaphragm pumps to supply both the adhesive and activator to the spray stations. These low-maintenance pumps are not only simple to operate but also provide consistent and optimized adhesive flow rates to each spray station to maintain proper application ratios.

Advantages Over Alternative Adhesive Solutions:

When comparing SABA Aquabond 3801 to solventbased adhesives, the advantages are quite clear. Aquabond 3801 delivers similar, if not superior, initial handling strength while remaining water-based, VOC-free and non-flammable. Figure 2 This provides a safer working environment for employees and a “green” alternative to solvent-based adhesives. When compared to hot-melt adhesives, “We love this product. Aquabond 3801 I have nothing but provides additional praise for the SABA advantages. In terms team in terms of the system installation, their of product quality, professionalism and lab testing shows being responsive to our that Aquabond 3801 needs. Last, but not provides a final bond least, the product has strength that is up to saved us precious time in three times greater production, and time is than hot-melt bonds. money in manufacturing.” Further, there is no risk of “noise” John Orders or “crackling” from Vice President bond failure with Park Place Corporation Aquabond 3801 as compared to hot-

Foam Producers:

Looking for a water-based adhesive for your Looper applications that delivers instant initial tack and an ultra-soft bond-line? Our two-component adhesive, SABA Softbond 3511 is the answer. A satisfied customer tells you why: “We switched from a solvent-based adhesive to SABA Softbond 3511 for our looper applications about two years ago. At first, it was for Health and Safety reasons, but we quickly discovered that we were able to slice the foam buns right away because the product sticks so fast. Also, our customers love the soft bond-line.” Frank Mazzulla Materials Manager, Vitafoam Canada

melt bonds. Also, from an application standpoint, Aquabond 3801 provides enhanced employee safety as there is no risk of skin burns that are common in hot-melt applications.

Is SABA Aquabond 3801 the Optimal Solution for you?

The answer to this question is simply based upon your product mix and the required initial handling strength. SABA has the fastest tacking one-component water-based adhesive in SABA Superspray 3802, and if it provides you with adequate initial tack and J.Wesner Price handling strength, President then perhaps a Spring Air South two-component adhesive isn’t needed. However, if you are challenged by applications where other

“We made the switch to the new SABA adhesive because we needed an adhesive with very rapid initial tack to get our pieces through production without bond failure. We’re also now able to use less adhesive and have improved our product quality. The service and support from SABA has also been excellent.”

water-based adhesives have simply never been able to match your required production needs or perhaps failed to provide the optimal bonding characteristics, then Aquabond 3801 may be the answer. In short, if you find that you struggle with one-component water-based adhesives or have to use solvent or hot-melt to get certain pieces through production, there is a water-based adhesive available that will likely exceed your expectations “The product and service and you’ll find this in from SABA has been SABA Aquabond 3801. great. It’s saved us time in

Costing and Equipment Investment:

production because it sticks so much faster than normal water-based adhesives. There should be no concern about operating or maintaining the system as we’ve found it to be quite user-friendly.”

SABA Aquabond 3801 is competitively priced and our application system provides optimal Manuel Lopez efficiency, thus ensuring A&M Mattress Company the lowest possible adhesive cost per piece produced. Contact SABA today to learn more about our flexible equipment procurement options. Most often, there is zero capital outlay to obtain all of the necessary equipment and SABA will install the entire system for you at no additional cost.

Contact SABA today for a free product demonstration. Call us at 810 824 4964

Email us at sales@saba-adhesives.com For sales inquiries, please contact: T 810 824 4964 F 810 824 4986 E sales@saba-adhesives.com W www.saba-adhesives.com

SABA North America LLC 5420 Lapeer Road Kimball MI 48074 USA

SABA, dedicated to foam bonding Est. 1933: 77 years of strong bonds

FrontMatter 11 must-watch consumer trends for 2011 Think good hearts, good deals and good health

hat will consumers be thinking about, doing and buying in the coming year? One of the world’s leading market research firms, London-based Trendwatching.com, points to 11 hot consumer trends.

Random acts of kindness The wretched economy has worn down consumers and they are looking for anything that makes them feel a little better, according to Trendwatching.com. Companies that exude thoughtfulness and generosity meet consumers’ need for an emotional lift. And social media, which allows companies to follow what’s going on in customers’ lives, makes spreading acts of kindness easier. For example, Dutch airline KLM used Foursquare to give passengers gifts at the airport. As soon as someone checked in at a KLM Foursquare location, a KLM “Surprise Team went online to find more background information about the person, decided upon a suitable gift and gave it to them before they flew,” the report says.

‘Urbanomics’ “Urbanization remains one of the absolute megatrends for the coming decade,” Trendwatching.com says, pointing out that 3 billion people worldwide live in urban areas and that the number is growing. “Urban consumers tend to be more daring, more liberal, more tolerant, more experienced, more prone to trying out new products and services,” according to the report. “In 2011, go for products, services, experiences or campaigns that tailor to the very specific—and often more refined, more experienced—needs of urbanites worldwide.”

8 | BedTimes | January 2011

Pricing pandemonium Consumer demand for good deals, special offers and discounts is only increasing. And with more consumers constantly connected, they can quickly find deals and compare prices—then spread the news quickly to their social networks. “Always-on connectivity is changing consumer spending habits in myriad ways. For example, coupon clipping required planning and dedication, hence wasn’t that popular with consumers…but now is a near-effortless online activity. Furthermore, whipping out one’s smart phone at the counter, getting the latest deal via GPS or barcode scanning is, well, smart. And therefore a source of status rather than shame,” the report says. Specific subtrends to watch: the rise of buying groups, frequent member-only or “flash” sales, hyperlocal discounts and an increase in dynamic pricing.

Made for China “In 2011, expect an increasing number of Western brands to launch new products or even new brands dedicated to consumers in emerging markets,” the report says. “After all, it’s where the money is right now and Western brands are still favored over local ones, so the combination of perceived quality with a bit of local tailoring or exclusivity makes total sense.” Companies setting the trend: ➤ Levi’s dENIZEN brand targets Asian consumers with slimmer fits ➤ Dior’s pricey Shanghai Blue Phone is available only in Shanghai stores ➤ Honda, Nissan and GM are introducing less expensive brands in China to meet the needs of emerging-market consumers who have well-formed desires but less money to spend.

Online status symbols “Online culture still is the culture and thus we’ll see a rise in online status symbols in 2011,” according to Trendwatching.com. “What started with showing off the number of visitors to one’s Flickr pages or blog now encompasses the number of one’s Facebook friends, Twitter followers, Foursquare check-ins and a host of other metrics that indicate one’s ‘wiredness’. ” One new extension of the trend: Status symbols that straddle the “real” and online worlds. For instance, Twournal allows Twitter users to transform their tweets and photos into a physical, published journal.

‘Wellthy’ Here’s a big one for the mattress industry: “Growing numbers of consumers will expect health products and services in 2011 to prevent misery—if not improve their quality of life—rather than merely treating illnesses and ailments,” Trendwatching.com says. “The consumerization of health means that more consumers will choose products with embedded health benefits.” One example the reports cites is Sleep On It, a mobile app that allows users to track their sleeping patterns. “The free tool can determine what factors may be affecting their sleep and how much sleep they need each night to feel rested and energized.”

‘Social-lites’ This trend is “all about discovery, as consumers become curators—actively broadcasting, remixing, compiling, commenting, sharing and recommending content, products, purchases and experiences to both their friends and wider audiences,” Trendwatching.com says. In 2011, a social media strategy is critical for companies. Consumers will be talking about brands even more than ever—and you’ll want to make sure www.sleepproducts.org/bedtimes

your company has something (good!) worth talking about.

Emerging generosity “In 2011, brands and wealthy individuals from emerging markets will increasingly be expected to ‘give and care’ versus just ‘sell and take.’ And not just in their home countries, but on a global scale,” Trendwatching.com says. For instance, the report says, 86% of global consumers believe that businesses need to place equal weight on society’s interests and business interests. And some 80% of consumers in Brazil, China, India and Mexico expect brands to donate a portion of their profits to support good causes.

Planned spontaneity “With lifestyles having become fragmented, with dense urban environments offering consumers any number of instantly available options and with smart phones having created a generation who have little experience of making (or sticking to) rigid plans, 2011 will see

www.sleepproducts.org/bedtimes

full-on planned spontaneity,” Trendwatching.com predicts. “Expect to see consumers in 2011 rushing to sign up for services—the ‘planned’ part—that allow for endless and almost effortless mass mingling with friends, family, colleagues or strangers-who-may-becomefriends-or-dates—the ‘spontaneity’ part.”

Eco-superior “When it comes to ‘green’ consumption in 2011, expect a rise in products that are not only eco-friendly, but superior to polluting incumbents in every possible way,” the report says. That means products that are eco-friendly but that also offer superior functionality, superior design

➤ Learn more To read more about these trends and to sign up for alerts and reports from research group Trendwatching.com, check www.trendwatching.com/briefing.

and superior savings. Why? “The number of consumers actively seeking out green products is reaching a plateau as mainstream consumers start to question the value and efficiency of going green,” according to Trendwatching.com. That means brands need to do more to appeal to eco-skeptical and financially strapped consumers.

Owner-less This could be the year when the concepts of sharing and renting— instead of owning—go mainstream. Consumer categories getting in on the trend range from cars to clothing to textbooks. “For consumers, the appeal is obvious,” Trendwatching.com says. “Fractional-ownership and leasinglifestyle businesses offer the possibility of perpetual upgrades to the latest and greatest, the ability to maximize the number and variety of experiences and allow consumers to access otherwise out-of-reach luxuries.” BT

BedTimes | January 2011 |

CompanyProfile Shifman aiming to become national brand Producer targets high-end furniture, department stores for handmade beds By Dorothy Whitcomb

hen Mike Hammer bought Shifman Mattress Co. 25 years ago, he was betting that he could turn the moribund company around and capitalize on a key asset—a history of turning out high-quality, handcrafted mattresses. Doing so, he believed, required two things. First, the company could never sacrifice quality for price. Second, it needed a network of strategic partnerships with upscale furniture retailers and department stores. The formula worked, though not immediately. When Hammer purchased the company from Robert and Burton Shifman, grandsons of one of the founders, it had deteriorated badly. Shifman, based in Newark, N.J., hadn’t turned a profit in years, its products looked dated and the company’s equipment only worked about half the time. An entrenched work force made change almost impossible. “The favorite word around here was ‘no’, ” Hammer recalls. Hammer was stuck. In order to implement his business plan, he had to change the company’s culture, upgrade production capabilities and redesign product. He needed help—and his family agreed to provide it. Family affair Hammer’s wife, Eileen, and their two oldest sons, Robert and Mark, helped run the business for five years so that he could go on the road to sell. Drawing on 22 years of mattress industry experience—first with Simmons Bedding Co. and then with Stearns & Foster—Hammer shifted the company’s focus to high-end furniture retailers, offering them exclusive product and a trafficdriving marketing program. www.sleepproducts.org/bedtimes

All in the family Shifman Mattress Co. owner Mike Hammer (left) has long relied on the help of relatives, including son Bill, to run the business. The younger Hammer was named company president two years ago.

“We ran on fumes, but were able to triple business in the first four years, which made survival possible,” Hammer says. Today, the 117-year-old company is thriving. After surviving the recent recession, it is once again opening new accounts and taking steps toward becoming a nationally recognized brand. “Our sales were up 30% in the first 10 months of 2010,” Hammer says. “We were expecting 20% and we will exceed that for the year. This will be our biggest year ever and we expect continued growth in 2011.” The Hammers’ youngest son, Bill, joined Shifman in 1994 and became president two years ago. He is convinced that his father’s early struggles and unwavering commitment laid the foundation for today’s success. “I am fortunate to lead a company that is based on building relationships and maintaining quality,” Bill Hammer says. “Our commitment to strong relationships extends to every employee, every customer and every supplier. It means doing business on your word and keeping that word. It means honesty, no false promises and always reaching for the best.”

Retailer relationships Shifman currently sells products to 38 furniture stores and to all Bloomingdale’s department stores. “The growth of new accounts has been staggering,” says Wayne Pezzino, Shifman national sales manager. “In the past two years, we’ve opened more accounts than in the previous six years combined.” Shifman asks a lot of new accounts: Retailers must set aside enough floor space to display 12 mattress sets. They also must carry inventory commensurate with their monthly sales rate. But the company provides strong marketing and co-op advertising support in return. All retailers receive a product DVD, advertising slicks, postcards and pointof-purchase materials. “We also bring, at our cost, every single sales associate and interior designer to the factory for a tour and direct training,” Pezzino says. The factory tour is nonnegotiable. The Hammers want their retail partners to have a full appreciation of what goes into a Shifman mattress and why it takes between 7 ½ and 12 ½ hours to produce each one.

BedTimes | January 2011 |

CompanyProfile

the layers of cotton, cashmere, silk and wool that are the company’s signature. Two-dimensional Belgian damask and matelasse tickings are used throughout the collection.

History in the making Shifman mattresses still are made by hand in a 92-year-old plant in Newark, N.J. A recent renovation has given the company additional space for warehousing and other functions.

“We share responsibility with the stores for sales and for the profitability of the line,” Mike Hammer says. “In most of the stores that we’re in, we rank first or second in terms of sales per square foot and profitability per square foot.” Marketing matters Shifman executives believe that recent changes to the company’s marketing strategy have improved its ability to get the Shifman story out to dealers and consumers alike. In October 2009, Shifman debuted its product at the High Point Market in High Point, N.C. The company now has a permanent showroom in Hamilton Court and shows at the April and October furniture markets. “Before, we were putting product on a truck and taking it to remote locations to show it to retailers,” Pezzino says. “Then we’d have to tear it down and take it back to New Jersey. Now we can get our name and product out there in a much more effective way.” Showing its product at market is one part of a commitment Bill Hammer has made to better align Shifman’s message with the quality of its product.

12 | BedTimes | January 2011

“I want the Shifman brand to be represented properly and to be visible across the country,” he says. “We have to be able to show people that we build the best bed and offer it at the best price.” The company also has hired a public relations firm “to clean up our message and create a website that portrays the image of a quality manufacturer,” Bill Hammer says. Shifman’s new marketing program fits neatly with the company’s goal of nationwide selling. Until recently, most of its retail accounts were in an East Coast territory stretching from Maine to Washington, D.C. But Shifman recently added accounts in the Atlanta, Chicago and Cleveland metro areas, as well as in Florida. Bloomingdale’s stores in Arizona, California and Colorado help extend the brand’s reach even farther west. Shifman and Bloomingdale’s have a relationship that dates to 1995. The mattress maker launched its newest line for the retailer in December. The 15 models in the Handmade collection have suggested retail prices between $3,200 and $12,500 for a queen set. Three of the groups within the collection incorporate latex, in addition to

Mixing tradition with innovation To meet other dealers’ requests, Shifman introduced Pure Comfort, its first noninnerspring latex collection, in 2010. The three beds, each with a latex core, have suggested retail prices between $2,200 and $4,000. But the heart of Shifman’s business continues to be its twosided innerspring mattresses. Beds in the top-of-the-line Masters collection—with retail prices between $3,000 and $6,000 for a queen set—contain thick layers of cotton, as well as latex, to provide comfort. The company plans to remerchandise the collection in 2011 to further enhance its aesthetic appeal. The company also makes the UltraPremium collection, with retail prices between $2,100 and $3,000, and the Quilted collection, with prices between $699 and $1,799. Shifman produces its entire line at its 92-year-old, 84,000-square-foot headquarters. An extensive renovation finished in 2008 added 40,000 square feet to the facility, including new warehouse space. The project also allowed the company to reorganize production flow. What’s next Bill Hammer believes that Shifman’s commitment to quality and building strong relationships will continue to propel growth. When he looks to the future, he sees Shifman as “a recognizable brand throughout the country” and he is exploring the possibility of distribution centers, an expanded transportation system and a new factory to support that goal. Mike Hammer concludes: “I believe Shifman’s reputation will grow substantially. Someone has to be the best and I believe that it’s this company.” BT www.sleepproducts.org/bedtimes

Rooted in

14 | BedTimes | January 2011

www.sleepproducts.org/bedtimes

by Barbara Nelles

Mattress business has unique pull

n this age of job hopping and professional re-invention, the mattress industry is unusual for the number of players who’ve stayed in the bedding business for decades, if not their entire careers. That’s not to say that these veterans are immobile. It’s not uncommon for bedding industry careerists to move around, not only from company to company but among the retail, manufacturing and supplier segments. Why is it that so many in the industry sing the same

the industry refrain—the one from that R&B classic “You Really Got a Hold on Me”? Is it the people, the product, the opportunity for advancement, the chance to travel? Or does someone just find that his skills and talents fit opportunities in the bedding business particularly well? It seems it’s all that and more. BedTimes talked to a handful of professionals representing a variety of career trajectories and facets of the industry. We asked them what pulled them into the bedding business initially and why they’ve stuck around so long. www.sleepproducts.org/bedtimes

BedTimes | January 2011 |

JoAnne Bennett has just retired as an account executive with Wright of Thomasville, the Thomasville, N.C.-based supplier of branding materials and solutions. It was 1969 when she first went to work for company founders Bill and Tom Wright. A music and business

JoAnne Bennett ‘My job has allowed me to make so many friends and travel all around the world.’

major in college, Bennett was hired by the fledgling company to wear many hats—secretary, bookkeeper, customer service representative. Under the guidance of its founders, Bennett grew with the company. Bill Wright, who died in 2002, was her mentor and taught her the creative side of the business. In 1978, she was given a sales territory and her success led to more responsibility as the owners peeled off accounts and handed them over to her. Through the years, she has worked with just about every mattress brand and was the creative spark behind a number of the company’s innovations in labeling and point-of-sale materials. “The bedding industry has changed dramatically since I first started. When beds turned all white that was a big challenge and a great opportunity for us. You are starting with a blank canvas. The all-white bed created a real need to make every label ‘pop’ and be different. Now we can use so many colors. What a wonderful opportunity it’s been to let the label shine. “Our design process begins with the product label.

16 | BedTimes | January 2011

Then you move the colors along to the banners, floor graphics, POP, signage and headboard. “When I handled Kingsdown from 1978 to 2003, we designed their original suede bolsters with embroidered crests and later the matching fabric foot streamers with points and tassels. We were the first to introduce the matching embroidered streamers. Until then, the industry was mostly using plastic foot protectors. “My job has allowed me to make so many friends and travel all around the world. I developed and handled accounts in Russia, Central and South America and the Caribbean and attended Interzum in Cologne, Germany, to expand our global business. “I believe it’s important to give clients more than they ask for. They’ll always have something in mind to begin, but thousands of times through the years I’ve said, ‘What if we did this?’ and have seen their eyes light up in front of me. “One of the things I love about Wright of Thomasville is the way they turn you loose to excel at your own pace and be all that you can be. You’re never held back. I consider myself the company’s biggest cheerleader.”

Jerry Cook is the assistant plant manager at mattress maker Gold Bond in Hartford, Conn. The mechanically inclined son of a mechanically inclined dad, Cook enlisted at age 18 in the U.S. Marines and spent four years repairing jet fighters and helicopters. He’s the type of person who can take apart and re-assemble any engine or piece of machinery. It’s an ability that has served him well on the mattress production floor. He has operated just about every machine used in the manufacturing process—from garneting to tape-edging to baling and wrapping equipment. In 1976, Cook began work at a Sealy plant in western Connecticut. By 1994, when the plant closed, he was lead worker on the line and in charge of quality control. Cook then spent 11 years at a King Koil (now Comfort Solutions) licensee in Windsor, Conn., where he was tape-edge operator, department supervisor and, eventually, assistant plant manager. In 2005, Gold Bond hired Cook to manage mattress and box-spring production, as well as the receiving department. “With mattress manufacturing, everything seems to come full circle. We’re about to start using eight-way, hand-tied box springs again. In the end, it’s amazing how little mattress manufacturing has changed through the years. We still use many of the same machines and processes. Of course, some machinery is more mechanized now, but we’re still doing the same operations as we did back then. “There have been some product changes, like the use www.sleepproducts.org/bedtimes

It’s more than just a fling with GSG, it’s a long-term commitment. Darryl Oyler

Tony Garrett David Elsdon

Micky Theriault Ed Grether

Paul Block David Eidson Robert Myers Don Broyles

Joe Cherbuy Mario Rivera Bill Evans

Russ Bowman John Kelley Thomas Todd Terry Myers Bob Daly Rick Besette

Michael Miller Tom Colletta Steve Marcangelo Todd Nechtem Dustin Smith Robert Evans

The companies of Global Systems Group® have proven to be reliable and trusted through decades of commitment to the bedding industry. Gribetz, Porter, Galkin, Gateway Systems, Spuhl-Anderson and Nähtec have combined company histories over 250 years old. It takes a staff of dedicated people who love what they do to build a valuable history like that. If you’ve had the pleasure of working with any of these people, you know how valuable their experience and personal commitment is.

Thanks, gang. We appreciate all you do.

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of IB’s business. In 1997, he joined Therapedic International as president. Three years later, he left to become chief operating officer and a minority owner of the Therapedic Mid-Atlantic licensee. When that business closed in 2008, he joined Hickory Springs in his current position. “It’s a small industry and I like that. I often joke that there are only 200 of us and we just rotate around. But bedding is also the home of the brightest folks. Our guys can out-market anyone, anywhere. I’m bragging, but in tough times the bedding industry can outperform every industry. They’re the ultimate marketers. “Retailers ‘get it’ about mattresses. They understand how important bedding is in the number of inventory turns, the sales per square feet, the margins. They’re

Jerry Cook ‘With mattress manufacturing, everything seems to come full circle.’

of encased coils. They’re a little more tricky to work with because they can shift, but they have more durability. And we’ve done water beds and air mattresses and learned to work with stretchy knit ticking. Today, we’re also working with a lot more foams in beds. That’s much better for allergy and asthma sufferers in the plant—unlike the days when we worked with so much cotton and even horse hair. “At one point early on in my career, I worked the end of a wrapper. I held the record—for carrying 1,000 pieces in 10 hours. Of course I’ve got no more neck and lost a lot of hair! “In a plant, it’s important to have a formula for your work flow and to treat people well—like human beings— so you keep morale up and production up.”

Niles Cornelius is general manager of Hickory at Home, the consumer products division of Hickory, N.C.based Hickory Springs Mfg. Co. In the mid-1970s, he began his mattress career in sales at a department store chain in Cincinnati. In 1980, ready for an on-the-road sales position, Cornelius began a nine-year stint with Ernie Wuliger’s Ohio-Sealy Mattress Mfg. Co. (Wuliger was the architect of the Sealy consolidation of the 1980s.) Cornelius rose to sales manager and was named regional manager when Wuliger acquired manufacturer Stearns & Foster. Then, from 1988 to 1997, he held a variety of vice president posts at International Bedding. At the time, IB was the largest Therapedic licensee and Cornelius ran that segment

18 | BedTimes | January 2011

Niles Cornelius ‘It’s a small industry and I like that. I often joke that there are only 200 of us and we just rotate around.’

quick to dedicate floor space to mattress sales. If you’re a mattress rep, the retailer is already on your side. “Recycling old bedding is an important subject for the industry to address. The International Sleep Products Association has been on the forefront of that. It’s a hard thing to do and it’s going to take awhile. “I’m excited about the growing interest in ‘power’ or adjustable bases. They’re becoming more accepted and

www.sleepproducts.org/bedtimes

IT’S ONE THING TO EAT, SLEEP, AND LIVE YOUR PASSION.

Bob Bush, Sr. Did It For 66 Years. Bob W. Bush, Sr. lived and breathed Hickory Springs. He was a man of strong convictions who supported those convictions in all that he said and did. You always knew where he stood. He was always thinking of ways to do things better, to be more creative, and to make the company stronger. Bob served on many boards that shaped and deﬁned the home furnishings industry including; the International Sleep Products Association (ISPA), the Suppliers Division of AHFA, the Polyurethane Foam Association, the Bienenstock Furniture Library and the American

Furniture Hall of Fame. He was awarded the Exceptional Service Award and the McMorran Memorial Award, which was given by the ISPA suppliers’ council. Bob also served as second president of the AFMA Suppliers Council and in 2006, was inducted into the American Furniture Hall of Fame. The only thing that surpassed Bob’s dedication and passion for the business was his commitment to his family. In life and business there are good businessmen, good family men and good men period: Bob Bush was all three.

www.hickorysprings.com (828) 328-2201

provide the consumer with a lot of value. All of the bedding brands are getting passionate about them. I also see the way the industry is moving forward on top-of-bed, with more elegant and high-end goods. It’s good for the consumer and good for us. “FR was an incredible expense for the industry, in terms of time and money. But on the other hand, I see the benefit to the consumer. We’ve made a safer product. So in the long term, it’s a blessing. “The company I work for is incredibly familyoriented. They treat employees as one big family and don’t stifle creative thinking. We are all an integral part and we aren’t held back. I just thrive. This is my dream job.”

Kevin Damewood is the senior vice president of sales for bedding producer Kingsdown in Mebane, N.C. His resume crisscrosses the country and includes several mattress manufacturing majors. During his career, he’s been witness to some historic shifts in the industry, including the consolidation of Sealy and the roll-up of the

Kevin Damewood ‘I like being part of an industry that is about better health, better comfort and better sleep.’

former Spring Air company. Damewood earned a degree in political science from the University of Massachusetts in Boston and began his bedding career in 1978 as a buyer for Los Angeles department store Davidson’s. Then he accepted a territory selling beds for Ernie Wuliger’s Ohio-Sealy Mattress Mfg. Co. and has been on the manufacturing side of the business ever since. Damewood handled a succession of territories for various Sealy plants and eventually was named sales manager. Simmons was his next stop, where he rose to senior vice president of sales and marketing. Then it was on to Spring Air as executive vice president of sales. After a brief stint at Comfort Solutions, he joined Kingsdown in 2010. “Early in my career, I fell in love with this industry—

20 | BedTimes | January 2011

the product, the retailers. It was built by some pretty spectacular entrepreneurs like Ernie Wuliger (who was responsible for rolling Sealy licensees and Sealy ownedand-operated plants into a single corporate entity during the 1980s). “The industry has done a wonderful job creating a strong foothold and always being the leader in the home furnishings sector in terms of sales training, advertising creation and all the traffic-generating activities retailers need. With most beds produced domestically, it’s one category of U.S. goods that will probably end up being exported to Asia. “Looking back, I’m very proud of the effort from my Simmons team. In just four years, we increased sales by over $300 million and improved margins by 12 points. I don’t think any other ‘S’ brand has ever grown that quickly. “I’ve been in this industry for a long time and have made a tremendous number of friends on the retail and wholesale side. I like being part of an industry that is about better health, better comfort and better sleep and am especially proud of the Kingsdown team’s eagerness, accomplishments and R&D in this area. “Back when I was a Sealy sales rep, I fell head over heels for our plant’s controller. We dated for a few months and one day abruptly decided to get married at lunchtime. Afterward, we ate at Burger King and I took her back to the office. Cindy is still my best friend and the love of my life.”

Sheri McGuire is director of supplier quality for Atlanta-based mattress producer Simmons Bedding Co. She has a degree in textile engineering from North Carolina State University and spent the first 17 years of her career at Hoechst Celanese, a chemical fiber supplier, and Western Nonwovens, a now-defunct mattress industry supplier. At the former, she was a manufacturing process engineer, then manufacturing superintendent. At Western Nonwovens, McGuire served as director of quality and built and led the research and development department. While there, she also devised and put in place structured quality systems. She joined Simmons in 2008. She’s had one patent granted and has seven pending. “As a former industry supplier, I was familiar with the mattress market, but never did I imagine all the various components and raw materials that go into producing a mattress and the complexity involved. I really enjoy the diversity of it. It crosses from lumber to wire to fabrics to foam to fiber to hot-melt glues and adhesives. “I was attracted to the industry because of the opportunities it presented related to new FR regulations, the opportunity to contribute new ideas and help develop new products and the industry’s drive to produce a good product efficiently in terms of materials and process. There is a lot of focus on the consumer and understandwww.sleepproducts.org/bedtimes

ing her needs—and also on understanding and achieving continuous cost improvements and continuous quality improvements. “My job at Simmons is to work with all raw materi-

Sheri McGuire ‘There is always opportunity for improvement. That has always been my focus— continuous improvement.’

als suppliers on developing quality systems and programs that yield consistent quality for Simmons. For example, it was my responsibility to work with our foam suppliers and qualify them on the Transflexion production process when Simmons introduced Transflexion foam in 2010. “One of the changes we’ve put in place over the past several years is that we rely on suppliers to conduct quality testing of goods. We need 100% assurance that they have robust lab-testing capabilities because we expect our vendors to engage in continuous quality control with respect to the raw materials they supply to us. The highest, most stringent requirements are related to FR components. Therefore, we’ve had to put a lot of systems in place to gain that assurance. It was a rather big change. “There’s never a dull moment in my job—whether it’s regulatory requirements or consumer marketing needs or changes related to Simmons’ manufacturing processes or suppliers’ processes. There is always opportunity for improvement. That has always been my focus—continuous improvement.”

22 | BedTimes | January 2011

Gordon Morrison was raised in Atlanta, earning a bachelor of arts degree from the city’s Oglethorpe University. From 1976 to 1994, he worked in sales for Conwed Corp., a former supplier of nonwovens and insulator pads to the bedding industry. He then became an independent sales representative covering the Southeast for four components suppliers: Komar Alliance, a thread supplier in Elk Grove Village, Ill.; Herculite Products Inc., a maker of laminated and coated fabrics in Emigsville, Pa.; Trace Industries, a cotton batting supplier headquartered in Houston, Miss.; and High Point Fibers, a provider of insulator pads and fill materials based in High Point, N.C. “There has been a tremendous amount of change in this industry since I first started out—I could write a book. In addition to globalization, consolidation, leveraged buy-

Gordon Morrison ‘Something my grandfather told me has stayed with me, “You can always get another job, but you can’t get another reputation.” Integrity is so important and I see a lot of it in this industry.’ outs and the one-sided bed, manufacturing equipment has evolved and become more sophisticated, really impacting production. It started with high-speed quilting. I remember when chain-stitch quilting was first introduced. It increased the speed of the manufacturing process and allowed manufacturers to tack-and-jump and create entirely new looks and patterns on mattresses. www.sleepproducts.org/bedtimes

THANK

YOU Leggett & Platt

recognizes the veterans

of the bedding industry,

whose years of service and commitment have truly made an impact.

www.BeddingComponents.com

“Being a manufacturer’s rep for key suppliers gives me the opportunity to bring new ideas to the industry and work with mattress manufacturers to help them solve problems and come up with innovations. I recently helped one company devise a new material. We call it the ‘composite pad’—it’s a combo pad of all-natural cotton fiber used right over the spring unit. “It’s been a spectacular journey for me and the ‘people’ part of my job is what I love the most. Some of my customers are my best friends. I deal with some really good, smart people who have had to be very resilient to survive some of things we’ve been through in the past 10 years. “Something my grandfather told me has stayed with me, ‘You can always get another job, but you can’t get another reputation.’ Integrity is so important and I see a lot of it in this industry. It’s one of the reasons for my longstanding relationships with the companies I represent and the manufacturers I sell to. “I learn something new in this job every day. A plant owner or manufacturer will call and we’ll discuss something. I’ll gain a better understanding of the processes at a particular plant and how to help improve the flow of production at that plant. My approach is that it’s very important to have a complete understanding of the product and production at every level.”

Ann Weaver

uct—the integrity, the quality and innovation. I’m proud to go out and show it. Sometimes it doesn’t feel like a job and I couldn’t ask for a better boss. Johan Vanwelden, Lava’s general manager in Belgium, is fantastic. “The two very best parts of my job are the creativity of working with fabrics, designs and colors and the interaction with customers. I have known some of them for years and enjoy spending time with them and hearing their input. I convey their needs to Belgium, where we have very good designers. One of the key things I do is help Lava understand and interpret the American market and American tastes, which are quite different from those in Europe, designwise. “I’m proud of what we’ve accomplished—Lava’s presence in the U.S. market. Our production is 100% domestic. It wasn’t any one thing that I did. It’s been a team operation since the beginning. Once we started bringing people on, it was a chain reaction—and I have a good chain. “Being an ovarian cancer survivor has shown me what a caring industry this is. Every day when I was going through my treatment five years ago, I would get cards, calls and emails from people. Everyone was so supportive. Surviving cancer changes every aspect of your life. It completely changed my outlook. My doctor told me if I had waited six months before coming in, I’d have been dead. You do learn to slow down and appreciate things more.”

‘If I had to look for the perfect job in this industry, I think I have it. I enjoy my job because I love the product—the integrity, the quality and innovation.’

Ann Weaver is vice president of sales and marketing for knit ticking supplier Lava USA in Waterloo, S.C. Her career in textiles launched at Fryml Fabrics’ ticking division, where she worked for 10 years in production, scheduling and inside sales. Through her work at Fryml, she met Bobby Raider, who became an important mentor. When Fryml closed, Raider, who was then director of sales at textile supplier Tietex International Ltd., hired Weaver as a production scheduler. She spent 18 years with Tietex and, during that time, was named national account coordinator. When Tietex began marketing knit ticking manufactured by Lava, based in Wielsbeke, Belgium, Weaver coordinated the business. In 2006, she began working directly for Lava, helping establish its U.S. operations, building a sales team and managing U.S. production. Weaver married her former Tietex boss, Ron Weaver, in 2002. “If I had to look for the perfect job in this industry, I think I have it. I enjoy my job because I love the prod-

24 | BedTimes | January 2011

Steve Willis is vice president of continuous improvement and quality at Leggett & Platt in Carthage, Mo. He has close to 40 years with the company, the first 32 spent entirely in its bedding division. Willis began work at L&P in 1972 as an innerspring production worker. After six years, he was promoted to quality control supervisor and from then on steadily ascended the quality assurance ladder. In 1998, he implemented LP 9000, L&P’s version of an ISO 9000 quality management system. At the same time, he was named director of corporate quality assurance. Six years and two promotions later, he was appointed to his current post. “I love working in quality assurance for a Fortune 500 company. The Bedding Group at Leggett & Platt is our core business and it’s where I got my start. Now I oversee management systems and process improvements for the entire www.sleepproducts.org/bedtimes

Thank you for your tireless support. Peter B. Poulsen P. Bjerre, Inc. President

Peter B. Poulsen, anchor of our North American business for any sales and service requirement from our valued customers.

Made in Germany Since 1880

Mammut Germany: +49 2234 2180 | info@mammut.de P. Bjerre, Inc.: +1 952 448 1935 | info@pbjerre.com

www. mammut.de

Steve Willis ‘Early in my career, then-CEO Harry Cornell said something in a speech at a manufacturing meeting that I’ve carried with me ever since: “We are all partners in this business.” ’

26 | BedTimes | January 2011

corporation, putting project teams in place and interacting with all the regulatory issues. “Having the opportunity to work with Leggett & Platt’s many customers in mattress manufacturing has been a pleasure. I think it’s an outstanding industry to work in and some of my best friends have been our customers. I’m active in the International Sleep Products Association and its Sleep Products Safety Council, too. The relationships we build in this industry are fantastic. “Early in my career, then-CEO Harry Cornell said something in a speech at a manufacturing meeting that I’ve carried with me ever since: ‘We are all partners in this business.’ It sounded almost corny at the time, but it’s true on so many levels. I’ve never forgotten it. “Always in my job there are new issues to focus on— every day, every week. I like that. Today, we are dealing with a range of regulatory issues in the bedding industry. It’s my responsibility to make sure we meet those regulations and we’re always working to make improvements. Being in compliance with regulations means working internally, working with legal counsel, working with the U.S. Consumer Product Safety Commission, our customer base and, in some cases, with our suppliers. “One thing I helped create was LP 9000. We’ve received a lot of praise for our quality management system. To date, we’ve certified over 100 of our manufacturing locations.” BT

www.sleepproducts.org/bedtimes

Eric Spitzer, a SÖÙ®Ä¦ A®Ù Icon! SÖÙ®Ä¦ A®Ù InternaƟonal would like to take this opportunity to recognize and thank Eric Spitzer for his dedicaƟon, valuable contribuƟon and conƟnued success at SÖÙ®Ä¦ A®Ù. Eric's journey within the industry began over 5 decades ago when he joined the family's one facility crib manufacturing business, Slumberon Industries. Five years later he went on to buy his father out and ulƟmately expanded the business to 5 faciliƟes, manufacturing all size maƩresses. In 1981, as President and CEO, he made the decision to join SÖÙ®Ä¦ A®Ù as a licensee. He conƟnued on to hold an elected posiƟon on the company’s board of

k n a h T ou! Y www.springair.com

directors followed by Chairman in 2001. Eric served as Chairman for mulƟple terms. His wealth of maƩress industry knowledge, experƟse and a valuable perspecƟve on the company’s history and development were key to his current posiƟon of Senior Vice President of SÖÙ®Ä¦ A®Ù InternaƟonal. His many years within the industry have provided him with many business relaƟonships that have become long-standing friendships. Those who can count themselves among them are lucky. So Eric Spitzer, business associate, family man and SÖÙ®Ä¦ A®Ù icon, we thank you!

Atlanta Attachment Company recognizes our R&D Department’s dedicated service, innovative designs and desire to produce the industry’s leading automated sewing equipment.

! u o y k han

R&D Department

Website: www.atlatt.com The

This equipmenT may be proTecTed by one or more of These paTenTs. oTher paTenTs may be pending: us paTenTs: 4,280,421; 4,432,294; 4,466,367; 4,644,883; 5,134,947; 5,159,889; 5,203,270; 5,522,332; 5,524,563; 5,562,060; 5,634,418; 5,647,293; 5,657,711; 5,743,202; 5,865,135; 5,899,159; 5,915,319; 5,918,560; 5,979,345; 6,035,794; 6,055,921; 6,202,579; 6,279,869; 6,295,481; 6,494,255; 6,802,271; 6,574,815; 6,834,603; 6,968,794; 6,994,043; 7,100,525; 7,100,526; 7,210,181; 7,383,676 ; 7,383,780; 7,412,936; 7,543,364; 7,574,788; 7,647,876; 7,735,439; foreign paTenTs: 9-520,472; 0,537,323; 92,905,522.6; 96,936,922.2; 2,076,379; 2,084,055. oTher u.s. and foreign paTenTs pending. copyrighT 2010 aTlanTa aTTachmenT co. 10121120110

to the

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Atlanta Attachment Company 362 Industrial Park Drive Lawrenceville, GA 30046 (770) 963-7369 • FAX (770) 963-7641

MarketingReport The future is in the palm of your hand Use the power of smart phones to grow your business By Ford Saeks

hough it started as a handy device that didn’t tie you to a landline with a phone cord, the cell phone has morphed into a texting, tweeting, multitasking productivity and entertainment gadget. According to marketing research firm ComScore in Reston, Va., there are 45 million smart phones in use today in the United States alone. The lightning-speed advancement of smart phones has left many companies scrambling to keep up with the new opportunities. How can you capitalize on the growing popularity of this technology?

told you. Viral word-of-mouth marketing is why popular apps grow in use so quickly with virtually no marketing expense. There are plenty of companies that can help you develop an app for your idea, either something you can sell or offer for free. A word of caution: Do your due diligence and check your app developer’s background and references

to identify the type of device accessing the site so that the appropriate version is displayed.

Social networks If you’re not friending, following, tweeting and YouTubing, you’re missing out on a lucrative opportunity to reach your target market. A study by global public relations firm Ruder

Text message advertising More people now use their phones for texting than for making phone calls. And many users have their phones attached to their hips, often literally. Imagine the impact of advertising to your target market via text message. You can get their attention—anytime, anywhere. Smart marketers get creative with these campaigns and often include a chance for the recipient to win something by responding to the text. Big ideas include coupons, event invitations, alerts and other special promotions. Text marketing works for virtually any industry, is relatively inexpensive and allows you to create highly targeted campaigns.

Smart phone applications Smart phone apps do everything from solve problems to provide pure entertainment. Apple’s iPhone store alone has more than 150,000 apps available for download. Android phones also have thousands of available apps. If you own a smart phone, think about your favorite apps and how you learned about them. Most likely a friend www.sleepproducts.org/bedtimes

to ensure that your intellectual property and ideas are protected.

Compatible websites The Internet is going mobile. If you want to gain an advantage over your competition, your brand needs to be as mobile as your customer. And your customers don’t have the patience to view websites on their phones that aren’t user-friendly. If you haven’t designed a mobilespecific website, it probably won’t look the same on a smart phone. Text is smaller, graphics may not display and you likely have to scroll up, down, left and right to view content. You’ll have more success if you create a mobile-enabled version of your site’s primary content. This generally involves reformatting the navigation, text and graphics to fit the smaller screens of smart phones. The files are then published on your server and special code is added to your primary website

Finn found that 91% of mobile Web users socialize online. Just 79% of desktop users say the same. According to the study, the average American spends 2.7 hours a day on the mobile Web, with 45% of those users commenting on social networking sites and 43% contacting friends through the sites. Imagine the impact you can have when your customers can view your YouTube videos anytime they want using their smart phones. Just think of the effect a viral video could have on your business success. BT Ford Saeks is a business growth expert who specializes in helping businesses find, attract and keep their customers through innovative integrated marketing and social media campaigns. He is a keynote speaker, author, entrepreneur and chief executive officer of Prime Concepts Group Inc. Learn more at www.profitrichresults.com or www.primeconcepts.com.

BedTimes | January 2011 |

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IndustryNews Culp sales dip in 2nd quarter; up for fiscal year F

abric supplier Culp Inc., with headquarters in High Point, N.C., reports that net sales for its fiscal second quarter of 2011 were 48.9%, a 2% drop from the same period in the prior fiscal year. Culp’s second quarter ended Oct. 31. Mattress fabric sales were even with the prior-year period; upholstery fabric sales were down 5%. Pretax income for the fiscal second quarter was $3.2 million, or 6.5% of sales, compared with $3.5 million, or 7% percent of sales in the prior-year period—an 8.6% decline. Net income was $4 million, or $0.30 per diluted share, in secondquarter 2011 compared with net income of $2.9 million, or $0.22 per diluted share, for the second quarter of fiscal 2010. “While second-quarter results reflect a much weaker U.S. retail environment, our year-to-date sales, profitability and return on capital are up from the prior-year period,” said Frank Saxon, Culp president and chief executive officer. “The uncertainties surrounding the economic outlook, a continued weak housing market and high unemployment are all keeping U.S. consumers on the sidelines for now. However, we have continued to perform well during this period and we have strengthened our business models in both of our businesses.” Year-to-date sales were $104.8 million, up 10% from the same period a year ago. Year-to-date pretax income was $7.5 million, or 7.1% of sales, compared with $5.5 million,

www.sleepproducts.org/bedtimes

or 5.8% of sales for the same period last year—an increase of 36%. Year-to-date net income was $7.7 million, or $0.59 per diluted share, compared with net income of $4.8 million, or $0.37 per diluted share, for the same period a year ago. Looking at mattress fabrics specifically, Culp’s sales for the second quarter were $28.3 million—relatively flat compared with $28.2 million for the second quarter of fiscal 2010. “Our mattress fabrics business delivered a consistent performance, in spite of the weaker demand in the bedding industry,” Saxon said. “While sales were about the same level as the second quarter of last year, these results reflect the planned discontinuation of a product line since a year ago. On a comparable basis, we are pleased with the favorable sales trends in our continuing product lines.” The company has completed a multiyear effort to expand production capabilities for knit mattress fabrics. The company spent about $25 million on capital expenditures and about $20 million for two corporate acquisitions. Culp projects that overall sales will be down 5% to 10% in the third quarter of fiscal 2011. Mattress fabric sales are expected to be comparable to last year, but upholstery fabrics sales are expected to be down 10% to 20%. Pretax income for the third quarter of fiscal 2011 is expected to be between $2.6 and $3.3 million, compared to $3.8 million in the prior-year period.

Mattress Firm buys Magowitz’s 26 Mattress Discounters stores Houston-based bedding retailer Mattress Firm has acquired 26 Mattress Discounters stores in Virginia. Mattress Firm purchased Maggie’s Enterprise Inc., which operates Mattress Discounters locations in the Virginia Beach and Hampton Roads marketplaces. Since 1986, Maggie’s Enterprise has operated its mattress retail operations under the Mattress Discounters name as part of a long-term license agreement. That agreement remains in place, meaning the stores will continue to carry the Mattress Discounters name. Roger Magowitz, Maggie’s Enterprise president, will join Mattress Firm as charitable adviser, a new role in the company. He will lead charitable and philanthropic efforts and continue to focus on the Seena Magowitz Foundation, which raises money and awareness to find a cure for pancreatic cancer. “We are excited to bring Maggie’s well-established locations into the Mattress Firm network. This is a great opportunity to combine our scale with an experienced and proven leadership team to continue to grow the Mattress Discounters business,” said Steve Stagner, Mattress Firm chief executive officer. “Additionally, we are glad that Roger will have an ongoing role at Mattress Firm. He is an icon in the bedding and furniture industry and has done a phenomenal job building a successful business.”

BedTimes | January 2011 |

IndustryNews

Interwoven acquires nonwovens supplier T

extile supplier Interwoven Group LLC, based in Buda, Texas, has acquired North American Textile Components, a converter and distributor of nonwoven and woven components for bedding and upholstered furniture. “The addition of North American Textile is a perfect fit for Interwoven,” said Sandy VanDyke, Interwoven president. “The nonwoven industry knowledge possessed by our management and sales teams will bring our customers a new perspective for sourcing construction fabrics.” Sales functions have been consolidated at Interwoven headquarters. North American Textile’s converting plant in Conover, N.C., and distribution centers in Seattle and Carson, Calif., are being maintained and operated by Interwoven. “The core competencies shared by Interwoven and North American Textile will continue to benefit our bedding and upholstered furniture customers,” said John Wilkinson, Interwoven chief executive officer. “We are confident this merger will result in a stronger organization dedicated to providing high-quality products and services.”

34 | BedTimes | January 2011

Therapedic models debut at Hollandia stores in Israel

Luxury mattress maker Hollandia International, with headquarters in Sderot, Israel, has added Therapedic boutiques to five of its retail showrooms in Israel, with two more slated to open early this year. Hollandia acquired the Therapedic license for Israel and Cyprus in 2010. The new boutiques represent the Princeton, N.J.-based brand’s first appearance in the country. The new Therapedic boutiques carry three high-end Therapedic beds manufactured by the Therapedic licensee in Boston to specifications that cater to the Israeli market. “I think the brand will resonate exceptionally well here in Israel,” said Avi Barssessat, Hollandia chief executive officer. “We have examined the growth of Therapedic internationally to benchmark what has worked outside of the United States and we believe our strategy will make the brand the fastest growing here in Israel.” “Together, I think we make a powerful combination in the bedding industry,” said Gerry Borreggine, Therapedic International president and chief executive officer.

www.sleepproducts.org/bedtimes

Bedding industry aids Indonesian volcano victims

icking supplier DesleeClama Indonesia and mattress maker Romance Bedding, both based in Jakarta, partnered to help victims of the devastating eruptions of Mount Merapi on Central Java in Indonesia. With ticking donated by DesleeClama, Romance Bedding produced 2,000 mattresses that were delivered to a donation center on Java for distribution to volcano victims. “Immediately after realizing the size of the natural disaster in Central Java, we discussed how we could best organize support within the mattress industry,” said Stefan Van Den Hende, DesleeClama Indonesia sales manager. “We hope our gesture can relieve some of the pain and distress that the victims are currently going through.”

www.sleepproducts.org/bedtimes

Eruptions of the Mount Merapi volcano in October and November killed more than 350 people and displaced thousands of others.

Helping hands DesleeClama Indonesia and Romance Bedding teamed up to produce 2,000 beds for victims of recent volcano eruptions.

BedTimes | January 2011 |

IndustryNews

Magniflex introduces hospitality program M

attress maker Magniflex, with headquarters in Prato, Italy, rolled out its first hospitality program for North American customers at the International Hotel, Motel and Restaurant Show in New York in November. It was the manufacturer’s first time exhibiting at the market.

“We are very excited about bringing our deep experience serving major hotels in the European market to the hotel industry,” said Marco Magni, Magniflex global sales director. “Consumer interest in the Magniflex brand has been very strong as a result of our significant investments in the brand over the past few

years. We are well-positioned to deliver the same great service and craftsmanship to hotels seeking to elevate the guest experience with enhanced mattress comfort and made-in-Italy quality.” Among the mattresses and pillows Magniflex is promoting to hotels is its Protetto line, an Oeko-Tex-certified, bedbug-repelling mattress. Magniflex will supply North American hotels using its low-cost, drop-ship program. Its distribution network is served by a central manufacturing facility in Prato, which produces as many as 10,000 mattresses a day.

Shorts Bedding sales fall in October The U.S. mattress market, which had been steadily rebuilding for most of 2010, dipped in October, according to the International Sleep Products Association’s monthly Bedding Barometer. Unit sales (mattresses and foundations) fell 2% in October when compared to the same month in 2009. The wholesale dollar value of those units declined 2.8%. The average unit selling price declined a slight 0.8% from the same period last year. For the year, unit sales are up 7.6%, dollar values are up 7% and the AUSP is down 0.5%.

Feutre National inks deal Insulator pad supplier Feutre National Felt, based in SaintNarcisse, Quebec, and bedding components supplier United Fibre-Bond Inc. have signed a distribution agreement. United Fibre-Bond, based in Winnipeg, Manitoba, no longer produces pads. It will stock and sell a large inventory of Feutre National insulator and bi-component pads in western Canada.

36 | BedTimes | January 2011

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IndustryNews

Lady Americana gives away car C

New wheels Kerry Tramel (right), president of Lady Americana, turns over the keys to a new Camaro to contest winner Carrie Jacobs.

arrie Jacobs of Midwest City, Okla., was the lucky winner of a new car in Lady Americana’s 2010 Camaro Giveaway. The Oklahoma City-based mattress licensing group held a random drawing from among thousands of entrants whose names were submitted by Lady Americana retailers. “Every time I get in my car, it reminds me of Lady Americana and that helpful salesperson in the store who asked if I’d be interested in entering the contest,” Jacobs said. “My Facebook page just exploded with this. How many people get to tell a story like this in their lifetime?” “The response to this promotional event was terrific,” said Kerry Tramel, Lady American president. “The fact that Lady Americana is able to have a direct, positive impact on a consumer’s life makes it all worthwhile.”

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Short Dow sponsoring SSA program Dow Polyurethanes, a unit of Dow Chemical Co., has become the lead sponsor of the Specialty Sleep Association’s Environmental and Safety Program. Dow’s support will help the Friant, Calif.-based association develop a new consumer education section on its website, a training module for retail sales associates and a social networking platform—all designed to give greater guidance and advice to consumers seeking to buy environmentally friendly sleep products. The SSA’s program offers three progressive environmental and safety levels that companies can attain, with seals and labels they can affix to their products.

Precision Textiles launches SlumberShield collection P

recision Textiles, a division of Precision Custom Coatings with headquarters in Totowa, N.J., has unveiled SlumberShield, a line of protectors and encasements for mattresses and foundations that shield mattresses from dust mites, allergens, mold and moisture. Six-sided encasements also provide a bedbug-proof barrier. The six-sided mattress encasements feature the SecureZZZip Zipper System around the top perimeter, allowing for easy removal and cleaning, as well as a BedBugBanisher Zipper Lock system. Items are sold separately or bundled into mattress, box-spring and pillow encasement sets. The encasements and protectors are available in crib through king sizes and in standard and deep mattress heights. “The SlumberShield line will give users the security they need in the protection of their mattresses and box springs,” said Shaile Dusaj, Precision Textiles director of industrial sales and marketing. “With the bedbug epidemic, consumers, the hospitality industry and others are scrambling to safeguard their environments. Precision Textiles provides a smart, all-encompassing solution that is as effective in keeping bedbugs at bay as it is providing a comfortable night’s sleep, thanks to our noiseless, contour-hugging, smooth designs.”

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BedTimes | January 2011 |

IndustryNews

FTC considering revisions to ‘Green Guides’

he U.S. Federal Trade Commission has issued proposed revisions to its “Green Guides” that could significantly impact environmental marketing and green practices claims made by businesses. The guides apply to manufacturers, as well as retailers. While the guides are not binding regulations, the FTC can bring en-

forcement actions if a marketer makes an environmental claim the agency believes is deceptive. Some of the more significant proposed changes include an explicit statement that marketers should not make unqualified general claims that products are “green” or “earth-friendly” and more specific guidance on how

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marketers should qualify “recyclable” claims. A new section deals with the use of certifications and seals of approvals and specifies that third-party certifications must comply with the FTC’s existing “Endorsement Guides.” The revisions also contain new guidance on “renewable materials,” “renewable energy” and “carbon offset” claims. The FTC specifically declined to address “sustainable,” “natural” and “organic” claims, noting that other federal agencies seek to define and regulate those terms. The International Sleep Products Association submitted written comments to the FTC. The final guides are expected to be released in spring or summer.

USA

Sanitized AG, a supplier of hygiene products and material protection for textiles and plastics, is offering Sanitized T20-19 to the North American market. The anti-microbial product was specifically developed for cellulose (cotton and cotton-blend) items that require high-wash durability, including mattresses and bed linens, clothing, upholstery and bath linens. “We developed Sanitized T2019, not only as a more economical, but also a more ecological choice,” said Darrell Burnette, Sanitized business development manager for North America. “Because it is easy to apply during either the pad or the exhaust processes, textile manufacturers will find it a less expensive way of providing their customers with more high-wash durability.” Sanitized T20-19 carries Bluesign approval and meets the Oeko-Tex Standard 100. Sanitized AG is based in Burgdorf, Switzerland, and has U.S. operations in Greenville, S.C. www.sleepproducts.org/bedtimes

A new day is dawning for comfort and the environment...

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BioFlex Hybrid Foam is made with a patented process called EnviroFlex Technology that improves the foam’s core structure, thus creating a more supportive, resilient and comfortable cushion. EnviroFlex is an award winning environmental process with independent lab testing to confirm its superior performance over conventionally produced foam cushion.

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IndustryNews

Hollandia offering custom colors for designer bed

uxury bedding producer Hollandia International is offering custom-blended colors for its designer frame, the Glow by Karim Rashid. “Consumers are limited only to their imagination in choosing colors for the Glow’s lacquer finish,”

said Avi Barssessat, chief executive officer of the company, which has headquarters in Sderot, Israel. “We are even offering customizable patterns, logos or graphic motifs, giving consumers a never-before-seen opportunity to design their own Karim Rashid bed.”

The Glow by Karim Rashid has an ultra-modern, compact design with hidden drawers for storage at the foot of the bed and in the headboard. Cabinet doors in the headboard swing out to create side tables. Each piece is signed by Rashid, an award-winning interior and product designer. The complete Glow sleep system has a suggested retail price of $7,699 in queen size with a flat foundation; $12,699 with an adjustable foundation.

Naturepedic adopts environmental seal Infant and children’s mattress manufacturer Naturepedic, which is based in Chagrin Falls, Ohio, has added a Specialty Sleep Association’s Environmental and Safety Program seal to its product line. “As an organic bedding manufacturer, no one in the industry comes close to the standards we apply in producing natural and environmentally friendly bedding,” said Barry Cik, Naturepedic owner. “But we strongly believe in the SSA seal and the importance it will have at the retail level in educating and better informing consumers about the components in their sleep products.” “We are thrilled to have Naturepedic join our growing roster of manufacturers carrying our seal, particularly given the high environmental standards they already adhere to,” said Dale Read, president of the Friant, Calif.-based association. “It shows that our program resonates, not only with mainstream manufacturers, but more nicheoriented players, as well.”

42 | BedTimes | January 2011

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Autism fundraiser planned for Vegas market R epresentatives of furniture and mattress industry manufacturers, suppliers and retailers are invited to the third annual Ante 4 Autism fundraiser. The poker tournament will be at 7 p.m. Jan. 25, at Binion’s in downtown Las Vegas. The event takes place during the Las Vegas Market. The fundraiser benefits Autism Speaks, which seeks to increase awareness about autism and raise funds for research, family services and advocacy. Players can register through the day of the tournament online at www.ramarketing.com/ante4autism. All players will receive an Autism Speaks T-shirt and pin. The winner will receive a plaque, as well as a portion of the proceeds. The entry fee is $125; $50 of each entry goes directly

www.sleepproducts.org/bedtimes

to Autism Speaks. If you can’t play in the tournament, you still can make donations at the website. Doug Krinsky, parent of a child with autism and sales manager for Restonic, is co-host of the tournament. Other co-hosts of the event include Randy

Coconis, Coconis Furniture; Stuart Carlitz, Eclipse International/Eastman House; Phil Miner and Mike McQuiston, Symbol Mattress; Scott Graham and Jerry Williams, PMD Furniture Direct; David Wachendorfer, TempurPedic; Joseph Amato, Mattress Matters; and Mark Quinn, Leggett & Platt.

BedTimes | January 2011 |

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NewsMakers Kingsdown: Hellyer replaces retiring Flippin Pat Flippin, longtime president, chief operating officer and member of the board of directors of mattress maker Kingsdown, retired Jan. 3. Industry veteran Bob Hellyer has stepped in to replace him at the Mebane, N.C.-based company. Flippin started at Kingsdown in 1986 as a plant manager. Prior to being named president, he Pat Flippin was vice president of manufacturing and is credited with supervising the expansion of the company’s manufacturing capabilities and obtaining patents on the company’s construction techniques. He is a past chairman of the International Sleep Productions Association. “Pat is a hard worker and close personal friend to many in the Kingsdown family and others in our industry,” said Eric Hinshaw, Kingsdown chairman and chief executive officer. “His contributions to Kingsdown and the entire industry are hugely significant. During his tenure, the company grew from being a regional mattress manufacturer to serving as a world-

wide supplier of sleep products with multiple operations and licensees around the world.” Hellyer was with Simmons Bedding Co. for 11 years, serving as its president from 2001 to 2005. He presided over a period of sales growth and oversaw construction of two new manufacturing Bob Hellyer facilities. During his tenure as president, the company was twice named one of Fortune magazine’s Top 100 Companies to Work For. Before being named Simmons president, Hellyer was executive vice president of sales and marketing for the corporate entity and was vice president and general manager of a Simmons plant. Prior to that, he was with Stearns & Foster. “Kingsdown is gaining a valued industry resource in Bob,” Hinshaw said. “His leadership skills have proven he is uniquely qualified to lead this global company to the next level and we are excited to welcome him aboard.”

VyMaC hires business development manager M

attress kit supplier VyMaC Corp., which has headquarters in Fort Atkinson, Wis., has hired Steve Holder Steve Holder as manager of business development, a new position for the company. Holder’s responsibilities include fostering new and existing business opportunities for VyMaC’s supply chain solutions, as well as identifying, developing and delivering new products and innovations for markets in the United States, Canada, the Caribbean and Scandinavia. He reports to Mike Schweiger, VyMaC vice president of sales. Holder has 30 years of experience in the mattress industry. Most recently, he was vice president of sales and product www.sleepproducts.org/bedtimes

development at Supreme Quilting. Prior to that, he was plant manager for Banner Mattress. Holder also oversaw the start-up of a Southern Dreams plant and has worked as an industry consultant. He began his career in his family’s mattress manufacturing business, Holder Mattress Co.

“Steve brings fresh eyes and a new set of skills to our strategic planning and business development group,” said Dave Young, VyMaC chief executive officer. “His diverse experience, product design background and tremendous understanding of the industry is an asset to our company.”

Bedding veteran Maurie Sherman dies Longtime bedding veteran Maurie Sherman died suddenly in late November at his home in Chicago. He was 82. Sherman worked in the mattress business with his father, Jacob, and his brother, Nathan. They began their business shortly after World War II. The company was one of the original Therapedic licensees when it signed with the group in 1957. In recent years, Sherman divided his time between Boca Raton, Fla., and Chicago. He is survived by his son, Jeffrey, who still operates as a Therapedic licensee. Other survivors include son Eugene, stepdaughters Debi Lee, Wendy Jordt and Julie Kexel; brother Nathan; and several grandchildren and stepgrandchildren. In lieu of flowers, the family suggests donations be made to the American Diabetes Association, 30 N. Michigan Ave., Suite 2015, Chicago, IL 60602.

BedTimes | January 2011 |

NewsMakers

Int’l Bedding reorganizes operations team I

nternational Bedding, a mattress producer based in Fort Lauderdale, Fla., has expanded and restructured its operations group. “We’re preparing for the future by broadening Andy Cuppia our capabilities on the operations side, while at the same time focusing our staff on more specific functions and opportunities,” said Dan Hige, IB president and chief operating officer. Bruce Miller was promoted from vice president of logistics and continuous improvement to vice president of strategic implementation, a newly created post. He oversees domestic and international initiatives for the company that involve logistics, supply chain and continuous improvement. He reports to Hige. Ed Wolff was named vice president of manufacturing and also reports to Hige. His responsibilities include managing the day-to-day

Bruce Miller

operations of IB’s five manufacturing plants. He also will team with sales and operations staff on product development projects. Wolff joined IB in 2007 as operations manager of the company’s Pennsylvania factory, its largest. Steve Boucher, formerly a plant manager, replaces Wolff as operations manager for the Pennsylvania plant. In addition to the responsibilities of their respective posts, Miller and Wolff together handle Hige’s former job duties as vice president of manufacturing. (Hige was promoted to president and COO in fall of 2010.) Andy Cuppia was hired as vice president of product development

Int’l Bedding names regional sales VP Michael Moore has joined Fort Lauderdale, Fla.-based mattress maker International Bedding as vice president of sales for its western region. He is based in Denver and reports to Dennis Straily, IB vice president of sales. The position is a new one for the company. Moore is a mattress industry sales veteran. Most recently, he was national account sales manager for Kingsdown. Previously, he was vice president of sales for Spring Air and prior to that, Michael Moore he was sales manager for a six-state region for Serta. Moore also spent 10 years as a national account manager for Sealy. “Mike’s appointment represents an important step in our building a talented team of sales professionals,” said Dan Hige, IB president and chief operating officer. “His extensive experience in mattress sales and account management will enable us to provide even better support to our retail partners.”

46 | BedTimes | January 2011

and operations, a newly created position. He reports to Wolff. Cuppia is certified in lean manufacturing and oversees operations at IB’s Arizona factory. He also leads the company’s product developEd Wolff ment efforts. Most recently, Cuppia was vice president of Global Supply Chain Partners. Prior to that, he held executive-level operations positions at Simmons, Serta and Spring Air. Jonathan Munoz was promoted from assistant plant manager to plant manager at the company’s Arizona facility. He joined the company in 2006 and reports to Cuppia. “We’re very excited about the promotions and new positions in our operations group,” Hige said. “These changes strengthen the entire team, leverage the skills and talents of each individual and enable us to move forward more quickly with our strategic plans.”

Do you have news? BedTimes wants to know! Editorial deadlines for the Industry News and Newsmakers sections of the March issue are Wednesday, Feb. 2. www.sleepproducts.org/bedtimes

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NewsMakers

Lee Hinshaw to oversee Kingsdown’s global branding

attress producer Kingsdown, with headquarters in Mebane, N.C., has named Lee Hinshaw senior vice president of global branding, a newly created position. He also will continue as president of international sales. In the new role, Hinshaw will oversee all branding of the KingsLee Hinshaw down portfolio worldwide. He has moved back to the United States from Bangkok, Thailand, where he launched and oversaw Kingsdown’s office there. Hinshaw has been with the company for more than 14 years and has managed international sales teams and accounts around the world. “Lee continues to demonstrate a passionate proficiency in the bedding industry,” said Eric Hinshaw, Kingsdown chairman and chief executive officer. “He is credited with our successful growth and continued expansion in countries throughout Asia and Europe. Our team is thrilled to welcome Lee back to our headquarters as he develops and implements innovative strategies for our brand.”

Lapierre promoted at Sleep to Live Sleep to Live, a division of mattress maker Kingsdown, has named Suzette Lapierre to the new post of vice president of national accounts. She joined the Mebane, N.C.-based company in 2008. In her new role, Lapierre manages the national accounts sales team, as well as other merchanSuzette Lapierre dising and sales efforts related to the promotion of the Sleep to Live brand throughout the continental United States. Lapierre previously was national account manager for the Northeast. She has more than 15 years of experience in the mattress industry, having worked in sales at Mattress Firm, Sealy, Simmons and Tempur-Pedic. She reports to Kevin Damewood, Kingsdown senior vice president of U.S. sales. “Suzette has excelled as national account manager for the Northeast region and her promotion to vice president of national accounts is a direct result of her strategic leadership and unique expertise,” Damewood said. “As one of the company’s rising stars, Suzette gets the job done and remains a valued member of the Sleep to Live executive team.”

Anatomic Global adds customer service director

pecialty sleep manufacturer Anatomic Global has hired Elaine Sink as director of customer service, a new position for the Corona, Calif.Elaine Sink based company. Sink has 15 years of experience in the hospitality industry. Most recently, she was a manager of guest services and customer service for Marriott International. In her role at Anatomic Global, Sink is responsible for overseeing the company’s “Incredible Support” customer service initiative, which rolled out in 2010. The goal of the initiative is to deliver 100% customer satisfaction. Sink supervises Anatomic Global’s five-person customer service call center, which is tasked with responding to

48 | BedTimes | January 2011

all requests within 24 hours. She also ensures that all staff receive proper training and communicate a uniform product message. She reports to Jeff Scorziell, Anatomic Global president. “Coming from a background in the

hospitality industry, which is known to uphold the highest standards in customer service of any industry, we knew Elaine was a perfect fit for our Incredible Support directive,” said David Farley, Anatomic Global chief executive officer.

Stein leaves Latex Int’l; Eisenberg’s role expands As part of a companywide reorganization, Kevin Stein has left foam supplier Latex International. Stein served as vice president of marketing and research and development for the Shelton, Conn.-based company. Tom Eisenberg, Latex International vice president, has assumed responsibility for the company’s marketing and R&D efforts. “Our company has always faced challenges head-on. Significant cost increases for raw materials and the rapid growth of the latex bedding category necessitated that we take hard look at every aspect of our business in order to refine our strategy for the future,” said Kevin Coleman, Latex International president and chief executive officer. He continued: “Kevin has been with the company for nine years and helped architect our growth. He was responsible for all branding and promotion and developed the RejuveNite line of latex pillows while successfully launching products like Celsion and NuForm for our components business.” www.sleepproducts.org/bedtimes

Simmons fills top operations slot Atlanta-based Simmons Bedding Co. has named Mark Baron executive vice president of operations. The position was previously held by Robert Burch, who left Simmons in 2009. Baron is responsible for manufacturing, technical services and supply chain operations across the company’s 20 manufacturing facilities. He reports Mark Baron to Chief Executive Officer Gary Fazio. “Mark’s extensive background in lean manufacturing will help us to sharpen our focus on operations excellence and serve our retailers and customers in the best way possible,” Fazio said. Before joining Simmons, Baron was a senior vice president at Hill-Rom. Prior to that, he was vice president of materials acquisition at Lockheed Martin Corp. He began his career in manufacturing at General Electric. “I am honored to join Simmons and I look forward to strengthening our leadership position in the industry through best-in-class manufacturing practices,” Baron said.

www.sleepproducts.org/bedtimes

Natura World promotes Baker

attress and sleep accessories maker Natura World, which has headquarters in Cambridge, Ontario, has promoted Dan Baker to executive vice president of U.S. sales. He replaces Scott Miller, who is now working for Southerland. Baker is responsible for overseeing the company’s U.S. sales initiatives, as Dan Baker well as its Gel Solutions and NexGel products. He has 15 years of experience in the mattress industry, including executive-level posts at Spring Air and International Bedding. He previously was Natura’s vice president of sales for the western United States. Baker reports to Ralph Rossdeutscher, Natura World president. “In the past year, Dan’s territories have achieved exceptional growth during a particularly challenging economic climate,” Rossdeutscher said. “He is driven to providing sleep solutions that promote a healthier, more abundant lifestyle. It aligns him perfectly with the Natura mandate. We’re very excited about the future with Dan leading U.S. sales.”

BedTimes | January 2011 |

NewsMakers

Mattress Giant names merchandising VP executive vice president of sales. In that Dominick Azevedo has joined Mattress Giant, a role, he was responsible for dealer profitsleep shop chain with headquarters in Adability and contributed to various aspects dison, Texas, as executive vice president of of the manufacturer’s operation, including merchandising. He replaces Armando Mupricing, merchandising and product analrillo, who is no longer with the company. ysis. Prior to that, he worked for several Azevedo is responsible for identifying furniture companies, including Rhodes new opportunities with current and proFurniture, Thomasville and Huffman Koos. spective manufacturing partners, as well “With Dominick’s extensive retail as enhancing ongoing initiatives related background, we feel fortunate to have to store merchandising and the company Dominick Azevedo him working with the Mattress Giant website. team and have no doubt he’ll contribute to the continHe reports to Michael Glazer, Mattress Giant chief ued growth of the company,” Glazer said. executive officer. Mattress Giant has more than 370 stores nationAzevedo joined the retailer after 13 years with Simwide. mons Bedding Co., where he served most recently as

50 | BedTimes | January 2011

www.sleepproducts.org/bedtimes

EmployeeRelations Calling for a commitment to civility Bad behavior has no place in workplace By Danita Johnson Hughes

here are times you might wonder if we truly live in a civilized society. It seems that rude and discourteous behavior is on the rise. We see a rash of disrespectful actions. Angry commuters use their vehicles to take out their aggression and deliberately cut others off in traffic. Customer service has diminished to the point where many people prefer to use an impersonal ATM than face an unhappy bank teller. Malicious campaign tactics bring out the worst in even the most respected politicians. Children face tremendous fear and stress from bullies at school. The long-term impact of such destructive behavior can be more psychologically damaging than more blatant forms of abuse such as harassment and violence. Unfortunately, the negative behavior happening outside the workplace is trickling in—affecting employee loyalty, organizational commitment and overall productivity. The pressures of everyday life can take their toll on employees, who already are working under a great deal of stress. Consequently, tempers fray and patience and tolerance are thrown out the window. It’s time for a change. But understanding must precede change. Roots in conflict What typically leads to incivility is a disagreement. Someone wants to be right, better or stronger. Someone wants to be heard. Sadly, that attitude often leads to a win-lose outcome. As a leader, your first step is to realize that conflict is a vital and necessary part of organizational success.

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Respect is the most important key to building a relationship and reducing the potential for conflict. Properly facilitated, disagreements lead to healthy, constructive conversations that translate into creativity, innovation and a shared sense of accomplishment. Encouraging civility in the workplace promotes a low-stress work environment and improves employee morale. It also helps to mitigate employee dissatisfaction that often results in actions such as civil rights complaints and lawsuits. The economic impact related to litigation, turnover, productivity and customer

dissatisfaction can be devastating to a company. Some signs that a company is infected with incivility: ➤H igher than normal employee turnover ➤ A large number of employee grievances and complaints ➤ Lost work time by employees calling in sick ➤ Increased consumer complaints ➤ Diminished productivity ➤ Cultural and communication barriers ➤ Lack of confidence in leadership ➤ Inability to adapt effectively to change ➤ Lack of individual accountability. Civility is essential to defining the culture and establishing a foundation of proper business behavior. It’s a value that successful companies strive to achieve. To be able to build and maintain itself as a viable entity capable of reaching its full potential, a company must be able to manage interpersonal relationships in a manner that promotes positive, civil and respect-

BedTimes | January 2011 |

EmployeeRelations

ful interactions. Considering the myriad personalities and individual circumstance that shape workplace interactions, this isn’t an easy task. But it can be accomplished if leaders are committed. Building a new foundation Creating a civil workplace boils down to three basic principles: respect, restraint and refinement. ➤ Respect requires the attitude that although another person’s beliefs are different from yours, you should still honor her viewpoint and accord her due consideration. Taking someone else’s feelings, ideas and preferences into consideration indicates that you take her seriously and that her position has worth and value—even if that position is contrary to your own. In so doing, you validate the other person’s individuality and right to a differing

54 | BedTimes | January 2011

Think before you act. Remember, you may not be able to control the things others say or do. But you can control your response. opinion. Respect is the most important key to building a relationship and reducing the potential for conflict. In an atmosphere of mutual respect, goals and concessions become easier to attain. ➤ Restraint is simply a matter of

exercising self-control. That means knowing your triggers. Be aware of how your words and actions affect other people. Understanding the things that make you angry or upset helps you to monitor and manage your reaction. Think before you act. Remember, you may not be able to control the things others say or do. But you can control your response. ➤ Refinement is the continual cultivation and improvement of relationships in the workplace. Consider how the process of continual quality improvement has come to be known as a means of improving performance and increasing efficiency in a company. Similarly, refinement of thought and ways of expressing those thoughts and the practice of continuously exercising appropriate decorum when relating to others can go a long way toward enhancing

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EmployeeRelations workplace civility. Improving and strengthening relationships requires effort and commitment. Widespread effort Achieving civility in the workplace requires the involvement of every employee, from the top down. Going to work in an environment completely free from backbiting, rude employee behavior and constant complaining may not be possible. But making the commitment to achieving and sustaining civility can create a successful and thriving organization with high employee morale. As a leader, you can and should make workplace civility a priority in your business by insisting that all employees follow these practices: ➤ Pursue understanding first

56 | BedTimes | January 2011

➤ Listen and respect other opinions ➤ Seek common ground, even if it’s to agree to disagree ➤ Tune into what’s happening around you ➤ Accept responsibility for your actions and the consequences of those actions ➤ Offer and willingly accept constructive feedback. Leaders are called to promote a safe and respectful workplace. That means insisting on the practice of civility and common courtesy. It starts with you. Take time to assess your own behaviors. Do you gossip or spread rumors? Have you ever raised your voice to make a point? Are you communicating important information to your team or withholding information they need? Set an expectation of workplace

civility by “walking the talk” and being the change you want to see. BT Danita Johnson Hughes is a health care industry executive, public speaker and author of the forthcoming book, Turnaround. Through her work, she inspires people to dream big and understand the role of personal responsibility in personal and professional success. In her first book, Power from Within, Hughes shared her “power principles for success” that helped her overcome meager beginnings and achieve professional, community and personal success. For more information, email danitahughes@edgewatersystems.org or check www.danitajohnsonhughes.com.

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ISPANews BSC’s ‘Suite 7’ Web series in full swing

ince mid-December, “Suite 7,” a Web video series produced for the Better Sleep Council, has entertained and educated viewers about the need for a great night’s sleep. The BSC is the consumer education arm of the International Sleep Products Association. The series, which features seven 5- to 8-minute episodes produced by CJP Communications, has been seen by thousands of viewers of MyLifetime.com, as well as Lifetime’s online, mobile and on-demand partner channels, including Hulu, YouTube, iTunes, Verizon VCast and others. The series will run through the beginning of February. You can check out episodes at the BSC’s microsite, http://suite7.tv. In each episode, a different pair or group—newlyweds, a divorcing couple, siblings, best friends, business partners, total strangers—checks into the same hotel room, Suite 7, where they unpack their emotional “baggage.” The bed in the center of the room is pivotal to resolving their conflicts. To give each episode a distinct style and voice, the BSC enlisted a diverse roster of film, television, stage and Web talent to write and direct. It includes Craig Bierko (“Damages”), Wilson Cleveland (“The Temp Life”), Shannen Doherty (“Charmed”), Illeana Douglas (“Entourage”), Mark Gantt (“The Bannen Way”), Tony Janning and Sandeep Parikh (“The Legend of Neil”), Michael Kang (“Easy to Assemble”), Susan Miller (“The L Word,” “Anyone But Me”) and Milo Ventimiglia (“Heroes”). Bierko, Cleveland, Doherty, Douglas, Janning and Ventimiglia also appear onscreen, along with Brian Austin Green (“Beverly Hills 90210”), Henry Dittman (“Greek”),

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George Newbern (“Nip/Tuck”), Eddie McClintock (“Warehouse 13”), Brandon Molale (“Reno 911!”), Jaime Murray (“Dexter”), Tara Perry (“The Legend of Neil”) and

Alexi Wasser (“Boy Crazy”). Together, the team of writers, directors and actors includes two Tony winners, one Emmy winner and three Emmy nominees, two Golden Globe nominees, two Streamy winners and four Streamy nominees, and two Webby winners.

➤How to participate

Star-studded Illeana Douglas (left) and Henry Dittman are part of the award-winning cast of the Better Sleep Council’s ‘Suite 7’ Web series. They appear in an episode titled ‘Soulmates.’

The “Suite 7” series is produced and funded by the Better Sleep Council on behalf of the entire mattress industry. The BSC encourages manufacturers, suppliers and retailers to help promote viewership and suggests that you embed the video link, http://suite7.tv, in your company’s website. If you’re a factory-direct, you could show episodes in your stores, running “Suite 7” on a loop to entertain and educate customers.

ISPA magazines promote Nelles

Barbara Nelles has been named associate editor of BedTimes and Sleep Savvy, the publications of the International Sleep Products Association. She joined ISPA in 2009 as a senior writer. The title better reflects her growing role at the magazines, including helping to shape editorial direction and assisting with digital strategy. She will continue to perform her present duties, which include writing feature stories and other content for the magazines and Barbara Nelles their websites. She reports to Julie Palm, BedTimes editor in chief, and Nancy Butler, Sleep Savvy editor in chief. Before joining ISPA, Nelles was a longtime freelance contributor to its magazines and also a marketing communications specialist with a range of clients. Prior to that, she was a senior writer at a public relations firm. Her background also includes writing and editing positions at an advertising agency and a national women’s magazine. “Barbara has proven to be an invaluable member of the BedTimes and Sleep Savvy staffs,” Palm said. “We appreciate her industry knowledge, creativity and enthusiasm and, in her new role, expect her to contribute even more to the success of the publications.”

BedTimes | January 2011 |

ISPA News

Make plans to attend Industry Conference March 16-18

he economy is slowly recovering from the recession and you’ve weathered the storm. Now is the time to fine-tune your business, refine your strategies and increase your sales and profits as the mattress market rebounds. There’s no better place to do all that than at the International Sleep Products Association’s Industry Conference & Exhibition to be held March 16-18 at the Renaissance Vinoy Resort & Golf Club in St. Petersburg, Fla. This is an all-industry event, including mattress manufacturers, suppliers and retailers. At the 2 ½-day function, you’ll: ➤ Learn how the “Blue Ocean” strategy can help you generate growth and profits. In a keynote session on March 17, Roch Parayre, a fellow at the Aresty Institute of Executive Education at the Wharton School, will explain how to build lasting success, not from battling competitors, but by discovering “blue oceans” of untapped markets ready for growth. ➤ Hear a panel of mattress manufacturing and retail executives as they discuss the issues and obstacles to establishing more productive partnerships. ➤ Find out how to leverage social and

digital media to increase your brand awareness, communicate more effectively with your customers and gain market share. Representatives of the Better Sleep Council’s new PR agency, CJP Communications, will explain the importance of using social and digital media to communicate and share why video is becoming the platform of choice to reach consumers. ➤ Learn about the latest developments in mattress recycling, including new pilot programs, retailer involvement and other emerging trends in industry sustainability efforts. ➤ Get the latest information about implementation of the Consumer Product Safety Improvement Act, a complex law with many new requirements for the mattress industry. In addition to educational sessions, you’ll have plenty of op-

portunities to check out the latest products and services from industry suppliers and learn what suppliers can do to help you improve your products and increase profitability. Relaxed social events that allow you to connect with customers, colleagues and business partners are always part of the conference. A Welcome Reception on March 16 will feature a showing of the BSC’s new “Suite 7” Web series. On the afternoon of March 17, the ISPA Women’s Network will hold its inaugural gathering. The Women’s Network is a volunteer networking and professional group established to serve the rapidly growing number of women from all sectors of the mattress industry. Following that event will be a reception on the lawn. The muchanticipated conference golf tournament wraps things up on March 18. To register for the conference, visit the ISPA website at www.sleep products.org/industryconference. The event is being held at the historic, luxury Renaissance Vinoy Resort & Golf Club. Make your reservations early to receive special conference hotel rates of $199. To reserve your room, call 888-3034430. Discounted rates are available on a first-come, first-served basis.

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Calendar

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interzum cologne May 25 – 28, 2011

January

Jan. 15-18 The Canadian Home Furnishings Market International Centre Toronto, Canada Phone 514-866-3631 info@tchfm.com www.tchfm.com Jan. 18-23 IMM Cologne Koelnmesse Cologne, Germany 49-221-821-3387 v.adams@ koelnmesse.de www.imm-cologne.com

The future starts arts here World’s Leading Event

Jan. 24-28 Las Vegas Market World Market Center Las Vegas, U.S. Phone 888-416-8600 info@lasvegas market.com www.lasvegas market.com

Discover the broad range of industry applications only presented at interzum. • Discover the diversity of interzum • Leading global show for suppliers to the furniture and interiors industry • Worldwide innovations from international key brands • Central location in Europe

February

Feb. 2-4 Australian International Furniture Fair Sydney Exhibition Centre Sydney, Australia Phone 613-9654-7773 furniture@aec.net.au www.aec.net.au

• One trip – two fairs : Combine your trip with a visit to Ligna Hannover, May 30 – June 3, 2011

Save time and money ! Register and buy tickets online : www.interzum.com

Feb. 18-20 Tupelo Furniture Market Mississippi & Tupelo complexes Tupelo, Miss., U.S. Phone 662-842-4442 tfm@tupelofurniture market.com www.tupelofurniture market.com

Koelnmesse Inc. 8700 West Bryn Mawr Avenue Suite 640 North Chicago, Illinois 60631 Phone 773-326 9920 Fax 773-714 0063 info@koelnmessenafta.com www.koelnmessenafta.com

64 | BedTimes | January 2011

87x254_USA-Bedtimes 1

22.11.10 15:15

March

March 1-5 Malaysian International Furniture Fair Putra World Trade Centre & Kuala Lumpur Convention Centre Kuala Lumpur, Malaysia Phone 603-9282-2888 info@miff.com.my www.miff.com.my March 3-5 Guangzhou International Sleep Industry Exhibition China Import & Export Fair Pazhou Complex Guangzhou, China Phone 86-20-28314758 or 86-20-28316878 trista_l113@yahoo.cn www.intersleep.net March 11-14 Vietnam International Furniture & Home Accessories Fair Saigon Exhibition & Convention Center Ho Chi Minh City, Vietnam Phone 84-8-3836-4682 info@hawacorp.com.vn www.vifafair.com ➤ March 16-18 ISPA Industry Conference & Exhibition Renaissance Vinoy Resort & Golf Club St. Petersburg, Fla., U.S. Phone 703-683-8371 clyons@ sleepproducts.org www.sleepproducts.org

Classifieds For Sale

Employment Opportunity

TAPE-EDGE MACHINES, MULTINEEDLE AND SINGLENEEDLE QUILTERS, long-arm label machines, sergers, etc. Contact Victor LeBron, American Plant and Equipment. Phone 864-574-0404; Fax 864-576-7204; Cell 864-590-1700; Email apesales@charterinternet.com; Web www.americanplantandequipment.com.

INDEPENDENT SALES REPS NEEDED FOR U.S. MARKET. Must be experienced and have account base. U.S.-based mattress tape manufacturer and supplier of mattress components, ticking and accessories. Email sfsr.co@gmail.com.

REBUILT AND RECONDITIONED MULTINEEDLE QUILTING MACHINES. Specializing in PATHE precision parts and service. Technical consultants. SEDCO. Phone 201-567-7141; Fax 201-567-5515. TAPE-EDGE MACHINES, QUILTERS AND MISCELLANEOUS SEWING MACHINES. Contact Frank Carlino, U.S. Mattress Machinery. Phone 815-795-6942; Fax 815-795-2178; Email usmattmach@hotmail.com.

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Seeking Know-How CEO OF MIDDLE EAST-BASED MATTRESS MANUFACTURER is interested in visiting, staying and studying the systems, processes and technologies of a world-class mattress producer. Please contact athira.hr@gmail.com.

Place your classified ad today!

Reach mattress industry professionals around the world with your advertising message through the BedTimes Classifieds. Rates: $3 per word for the first 100 words and $2.50 thereafter; minimum charge of $75. “Blind” box number: $50 per insertion. Ad copy and payment must be received by the first of the month preceding publication. Send ads and payment to BedTimes Classifieds, 501 Wythe St., Alexandria, VA 22314-1917. Contact Debbie Robbins, advertising production manager. Phone 336-342-4217; Fax 336-342-4116; Email drobbins@sleepproducts.org.

BedTimes | January 2011 |

AdvertisersIndex A. Lava & Son Co. Steve Appelbaum 800-777-5282 (800-777-LAVA) www.alavason.com

American Law Label Inc. Rocco Bruno Jr. 773-523-2222 www.americanlawlabel.com

Atlanta Attachment Co. Inc. Hank Little 770-963-7369 www.atlatt.com

C2-1, 28 & 57

Bloomingburg Spring & Wire Form Vickie Schwarm 740-437-7614 www.bloomingburgspring.com

BLR Martin Leroux 819-877-2092 www.blrlumber.com

Boyteks Tekstil AS Deniz Boydak 90-352-322-0588 www.boyteks.com

30-31

BRK Group Jeff Miller 562-949-4394 www.brk-group.com

Creative Ticking Jerry Pratt 704-861-1536 www.creativeticking.com

CT Nassau Taber Wood 800-397-0090 www.ctnassau.com

Diamond Needle Corp. Abe Silberstein 800-221-5818 www.diamondneedle.com

P.T. Dunlopillo Indonesia Sham Bharwani 62-21-3858626 www.dunlopillo.co.id

Duroflex International George Mathew 415-990-4343 www.latexglobal.com

Eclipse International/ Eastman House Stuart Carlitz 800-634-8434 www.eclipsemattress.com www.eastmanhousemattress.com

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Edgewater Machine Co. Inc. Roy Schlegel 718-539-8200 www.edgewatermachine.com

New England Needles Inc. Thomas Lees 800-243-3158 www.newenglandneedles.com

Enkev Marc Dokter 31-299-364355 www.enkev.com

Pacific Spring Inc. Victor Nguyen 626-272-8882

Enriquez Materials & Quilting Inc. Silvia Enriquez 323-725-4955 www.enriquezquilting.com

Precision Fabrics Traci Broughton 336-510-8009 www.pristinefabrics.com www.therapeuticbedding.com

Flexible Foam Products Inc. Michael Crowell 419-647-4191 www.flexiblefoam.com

Quilting Inc. Mark Gibney 800-358-0153 www.quiltinginc.com

Global Systems Group Russ Bowman 954-846-0300 www.gsgcompanies.com Hengchang Machinery Factory Ren Ying 86-769-83307931 www.hcjixie.com Hickory Springs Mfg. Co. Rick Anthony 828-328-2201 www.hickorysprings.com

17 & C3

2 & 19

John Marshall & Co. Ltd. Peter Crone 64-3-341-2004 www.joma.co.nz

Kenn Spinrad Inc. Randy Weinstock 800-373-0944 www.spinrad.net

Kingsdown Inc. Kevin Damewood 919-563-3531, Ext. 210 www.sleeptolive.com

Latex Systems Kitti Charoenpornpanichkul 66-2-326-0886, Ext. 204 www.latexsystem.com

Latexco U.S. LLC Kevin Callinan 866-528-3926 www.latexco.us

Leggett & Platt Mark Quinn 417-358-8131 www.leggett.com

Mammut Nikolaus Fremery – Germany 49-2234-2180 Peter Poulsen – U.S. 952-448-1935 www.mammut.de

P.T. RubberFoam Indonesia Andreas Janssen 62-21-53662190 www.rubberfoam.co.id SABA North America LLC Jim Turner 810-824-4964 www.saba-adhesives.com

6-7

Simalfa Darren Gilmore 973-423-9266 www.simalfa.com

Springco Carlos Luna 305-887-3782

Springs Creative Products Group George Booth 803-324-6505 www.springscreative.com

Starsprings International Kai Christensen 46-513-17800 www.starsprings.com

Subiñas Confort S.L. Javier Subiñas 34-94-416-04-40 www.subinas.es

Therapedic International Gerry Borreggine 800-314-4433 www.therapedic.com

Tietex International Ltd. Wade Wallace 800-843-8390 www.tietex.com

Wright of Thomasville Area Account Executive 800-678-9019 www.wrightlabels.com

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The Most Innovative, 100% Latex Foam Bedding Components, Made in the USA by the World’s Leading Latex Foam Manufacturer. • Family Owned. • Environmentally Conscious. • Use our Eco Footprint Research. • Exclusive Designs. • Most Experienced Design Team. • 100% Latex Foam. No Fillers. East: Latexco LLC • 975 Gerrard Road • Lavonia, Georgia 30553 • Phone 706 356 8001 • Fax 706 356 8444 Sales Office • Contact Kevin Callinan • Phone 866 528 3926 (LATEXCO) • Cell 203 444 3626 (FOAM) E-mail kca@latexco.com • Website www.latexco.us West: Sleep Comp, a division of Latexco • 6725 8th Street • Buena Park, California 90620 • Phone 714 522 4991 • Fax 714 522 4900 Contact Roger Coffey • E-mail rco@latexco.com • Website www.sleepcomp.com

092722 LATEXCO ADV USA 1

09-09-2009 09:05:32

TheLastWord In the dumps

BedTimes spotted these photos on the Torontoist.com, a website focused on happenings in the Toronto area. The site regularly runs photos of local graffiti art. These were shot by photographer Marie Wilson and published with this caption: “This is one blue mattress. We hope it feels better soon, but we think it’s down in the dumps.”

Survey: 2 in 5 drivers asleep at the wheel

Two in five Americans (41%) admit to having fallen asleep or nodded off while driving at least once in their lives and one in 10 (11%) say they’ve done so in the past year, according to a new survey from the AAA Foundation for Traffic Safety. One in four drivers (26.6%) acknowledges being so sleepy that they had a hard time keeping their eyes open while driving within the past month. According to the survey, drivers age 16 to 24 were the most likely to report having fallen asleep while driving within the past year. Men were much more likely than women to report having ever fallen asleep while driving—52.2% compared to 30.1%. The results are part of the AAA’s “2010 Traffic Safety Culture Index,” based on a telephone survey of 2,000 adult U.S. residents conducted in May and June. Studying data from a nationally representative sample of crashes that occurred between 1999 and 2008, the AAA foundation estimates that 16.5% of fatal crashes involved a drowsy driver. In its tips to avoid driving while drowsy, AAA recommends that drivers: “Get at least six hours of sleep the night before a long trip.”

68 | BedTimes | January 2011

Lost documents = lost time

ffice workers spend as many as seven work weeks a year (seven!) looking for documents, according to a survey conducted by Organized Audrey LLC, a Minneapolis-based firm that specializes in office organization and productivity improvement. Nearly half (48%) of workers reported they spend between one and six hours each week searching for emails, project notes, files and other information. One of the biggest time-wasters is trying to manage email, with 39% of respondents saying they felt “lost” and frustrated by trying to organize their messages. More than half of the participants surveyed said they receive as many as 75 emails every day—and that a number of those are a result of being copied unnecessarily on messages.

Quotable “Far and away the best prize that life offers is the chance to work hard at work worth doing.” — Theodore Roosevelt www.sleepproducts.org/bedtimes

It’s a one-of-a-kind machine, and there’s only one place to see it. Interzum Köln, 05.25.2011 - 05.28.2011 Visit the GSG Booth in Hall 9.1 to see it.

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FORGET THE MAYBES You’ve ordered product from halfway round the world. Eventually — maybe in 8 weeks, or maybe 10 weeks, or maybe 12 weeks, you’ll take delivery. Maybe you’ll get what you expect. Maybe the quality actually will be acceptable. Maybe the real cost will be worth the wait. That’s a lot of maybes — enough to put your sales in the tank. Tietex delivers your custom order in 2-4 weeks and stock orders the next day. We promise quality, consistency and product integrity. And back every yard we make. No exceptions. Now that’s worth remembering.

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